Implementing a Multistage Salesforce Model in a Small Company
A. Tansu Barker
(University of Canterbury, Christchurch, New Zealand)
113
Abstract
Summarizes the basic structure of a general multi‐stage salesforce model, and presents experiences in implementing that framework. Discusses the benefits of the use of such a model, and concludes that the key to success for a small company to be based on using subjective estimates of the needs of a firm in the absence of hard data and on operational involvement of decision makers.
Keywords
Citation
Tansu Barker, A. (1985), "Implementing a Multistage Salesforce Model in a Small Company", European Journal of Marketing, Vol. 19 No. 5, pp. 32-41. https://doi.org/10.1108/EUM0000000004737
Publisher
:MCB UP Ltd
Copyright © 1985, MCB UP Limited